Herbalife Business Plan

1. Contents: Part 1. Main provisions and goals 1. Main provisions and goals ..................................................................................................... 3 2. Chart of building a customer base and attracting new distributors .............................. 4 3. Chart of a meeting ................................................................................................................. 5 4. Weekly and monthly plan...................................................................................................... 6 5. From customer to GET Team: 12-month plan of action .................................................... 7 Part 2. Meetings with customers 1. Whom to address, and how, in order to start acting ........................................................ 8 2. Formula 1 shakes tasting meeting ........................................................................................ 8 3. Personal care meeting.........................................................................................................14 4. Nutrition and weight loss meeting ......................................................................................19 5. Repeat addresses to people you visited once ................................................................25 6. System of customer incentives - Herbal Cash .................................................................26 Part 3. Building a customer base and attracting new distributors 1. Weekly and monthly plan ..................................................................................................27 2. Wellness Club .......................................................................................................................28 3. Keeping in touch with Club members..............................................................................28 4. Club meetings day..............................................................................................................29 5. Business lunch .......................................................................................................................32 Part 4. Customer follow-up 1. Customer follow-up .............................................................................................................33 2. How to help customers to deal with problems and situations .....................................35 3. Successful Business Building Tips for Distributors...............................................................36 Part 5. Building an organization 1. Major steps............................................................................................................................38 2. From customer to GET Team: 12-month plan of action.................................................39 3. Active World Team ..............................................................................................................40 4. Monthly chart of distributor activity ..................................................................................41 2 Plan of building the business

2.Main provisions
Total Plan is a daily plan of work, which provides you with the ability to: 1. Schedule meetings in an easy and effective way 2. Get many hot leads/referrals 3. Sell products and build a customer base 4. Attract new first line distributors 5. Effectively train new distributors A daily plan of work means you need to work every day!
Imagine that you have a regular job with a salary. What would happen if you missed work for several days
and it happened several times? The answer is simple: you would be fired.
Another situation: you own a grocery store. What would happen if you didn’t open your store for several
days and it happened several times? The answer is simple: you would go bankrupt.
Our plan works and provides great results only if you come to work every day. That’s one of its major
secrets. Supervisor’s monthly goals and results: 2 meetings a day – 10 meetings a week - 40 meetings a month 200-300 referrals 20 sales of Formula 1 – “Proper nutrition – ideal breakfast” 3-5 sales of weight loss and nutrition programs 10 sales of personal care products 12 guests at Business lunches 4-5 new distributors and 1 new supervisor Supervisor’s goals and results for 4-6 months: 1,000 referrals 50-80 Formula 1 – “Proper nutrition – ideal breakfast” customers 20 weight loss and nutrition customers at least 12 guests at Business lunches and STS each month 5-7 new first-line distributors each month 1-2 new first-line supervisors each month Attention!
In this manual you will find texts for scheduling and conducting meetings, which were created and tested
by successful distributors in various countries. To achieve success with Total Plan, you need to follow
closely the scripts (adapted to your local circumstances, if necessary) and principles outlined in this
manual.
Following these scripts and principles becomes even more important for duplication and successful
organization building.
We recommend you record your phone calls and meetings and compare them with the texts in the
manual. It will help you to identify and correct your mistakes. Besides, you can also ask your sponsor to
listen to the recording and make the necessary adjustments. Plan of building the business 3

3.4 Plan of building the business

4.Plan of building the business 5

5.6 Plan of building the business

6.Plan of building the business 7

7.Part 2. Meetings with customers
Whom to address, and how, in order to start acting
Let’s start with compiling lists Friends Acquaintances who: o Tried the products o Heard a product presentation o Heard a business presentation o Know nothing Weight loss and nutrition customers Former customers Personal care customers Non-active and former distributors Strangers, surveys, telemarketing Formula 1 shakes tasting meeting
Scheduling a Total Plan meeting for Formula 1 shakes tasting You: Hi, can I talk to Helen? Hi, my name is John. I have met your friend Jane this week, and she
suggested I call you. Can you talk now or should I call another time? (if not, schedule another call).
You: I am conducting a tasting of our protein- and vitamins-rich shakes. These balanced nutritious shakes
are used as an ideal breakfast for the entire family. The shakes come in 4 flavors, and we are conducting
this tasting to learn the consumers’ preferences.
We had a meeting at Jane’s place; she tasted the shakes and gave her opinion. She recommended you
as a person who could help. The tasting will take approximately 20 minutes. I will bring all what’s
necessary to prepare the shakes for all the family. Will you be able to participate?
Helen: No problem
You: Great! What time is convenient for you?
…………
You: Helen, can I call a day before the meeting to confirm it?
You: Thanks. Have a nice day. See you. 8 Plan of building the business

8.Preparing for the meeting
Goals: 1. Get 7-10 referrals 2. Sell Formula 1/Thermo tea breakfast 3. Schedule a SECOND meeting 4. Get more detailed information about the recommended people. 5. Find out if interested in the business opportunity What to bring with you: 1. Blender 2. Four Formula 1 cans, various flavors 3. Four closed Formula 1 cans (for the person to see what cans look like and, probably, for a sale) 4. Ingredients for preparing shakes 5. Shakes tasting and referrals survey 6. Videotape and DVD “Wellness revolution” 7. Calculator 8. Customer price list 9. Disposable cups for the tasting
Any meeting should be confirmed 3 (three) times, as most people don’t use a diary and forget you talked
to them. Call the next day and say,
“Helen, can you tell me how I get to your place if I am coming from… Thanks. See you on Tuesday”. And
so on.
Third confirmation: before leaving for the meeting, call to confirm and then say:
You: Helen, I will have to prepare shakes and would like to know if you have milk or juice, or should I bring
them with me? Formula 1 shakes tasting
Getting opinions and referrals
You: Hi, Helen, my name is Jack. Where can we sit? Kitchen would be great. We need a table and some
quiet for at least 20 minutes. We will taste 4 flavors of our protein- and vitamins-rich Shapeworks shake
and complete the survey with your opinion. Where can I wash up?
You wash your hands, come back to the kitchen table, put the blender, 4 Formula 1 cans of different
flavors, 4 closed Formula cans (for the person to see what they look like), milk or juice, survey, and a pen.
If other people are at home, including kids, ask them to join the tasting.
Prepare the shakes in the blender. If other members of the family are present, make enough for
everybody and pour into the disposable cups.
First give to taste vanilla, then tropical, then strawberry and finally – chocolate shakes. Attention!
Find our beforehand what flavors the persons doesn’t like, e.g. chocolate or wild berry and make more
various shakes with those flavors he/she prefers. And visa versa, kids, as a rule, like the chocolate flavor.
Prepare them a chocolate shake with milk and ice in the blender – they will love it.
Show the survey and say,
You: Helen, please give your opinion on the scale of 1 to 4 in this survey. (Don’t get distracted by other
topics and don’t let them distract you: if the person wants to talk about Herbalife, tell him you will gladly
discuss it later, and now you’d better finish with the tasting). While preparing shakes, say the following,
You: Helen, please complete your info in the frame below, and meanwhile I will tell you about the shakes. Plan of building the business 9

9.Nutritious protein- and vitamins-rich Shapeworks shakes are a useful balanced “meal in a cup”.
Formula 1 includes easily digested quality proteins, carbohydrates, vitamins, minerals, fiber, and herbs.
That’s why this shake is an ideal nutritious breakfast, which is prepared in a minute and contains only 200
calories.
Breakfast with a nutritious Formula 1 shake helps to supply all vital nutrients during the day. We all know
the importance of proper nutrition. Even our pets receive the best balanced nutrition. But we sometimes
forget about ourselves and our kids. (If you have a packaging from the pets food, show it to confirm that it
includes all the vital nutrients).
While they are tasting, say,
My family and I have been drinking these shakes in the morning for… years. It’s simple, satisfying, cheap,
and most important, very healthy.
Then Helen gives her opinion of various flavors. After that you say,
Our Company has launched two new flavors into the US market: cookies and creme, and cappuccino.
Which of them would you like to see here?
She marks in the survey.
After that turn the survey over and say,
You: Helen, I need to conduct about 100 such meetings and would be very much obliged if you could
help me. Please write down 10 your acquaintances, preferably in this area, with whom I could meet.
Later we will complete Notes together.
Show your file with other referrals. Put the surveys with 10 and more referrals on top.
While Helen is completing the list, be quiet and don’t interfere, wash the blender and sit aside.
After Helen completed the list of her acquaintances, you can ask some leading questions to help her
remember some more.
You: Helen, are there any housewives in this list, so I could schedule a meeting before noon? (Etc).
Helen:……….
If Helens’ list is less than 5 people, ask,
You: Helen, please tell me about Jane here.
Helen: We work together. (Enter this into Notes in the List of Referrals)
You: I see. Is there anybody in your office besides Jane, who could give his/her opinion or could be
interested in improving health/nutrition or losing weight? (Etc) Attention!
Remember that you need at least 5 referrals, and 10 would be even better. If she wants to give you more,
it’s great. Don’t interrupt her until she finishes writing.
You: Helen, thank you for the referrals. Let’s complete Notes. You complete them yourself. Say the
following,
I will ask you some question to get to know more about the people you recommended. Questions:
• Relationship
• Age
• Area
• Needs to lose weight or not
• Has any health-related problems that he/she wants to solve
You: Helen, I would like to draw your attention to the ingredients of Formula 1. It contains all the nutrients
vital for the human body. (If the person shows increased interest, go through the ingredients quickly).
You: To sum up, this shake is the best nutritious solution. Just 3 minutes – and you have a breakfast ready
for the whole family and it costs only… per person. 10 Plan of building the business

10.You: Helen, would you like to include these shakes into your daily menu?
Helen: ……….
Attention! Teach Helen to prepare full shakes (300-500 ml) for all the family members.
Close the deal and receive the payment. Leave product catalogue and your business card. Scheduling a personal care meeting
If you are having a meeting with a woman and you believe it’s worth scheduling a personal care
meeting, then:
You: Helen, I am also conducting a demonstration of our exclusive personal care products. It takes about
30-40 minutes, and you will be able to try them. Would you be interested in such a demonstration?
Helen: Sounds interesting.
You: Great. What time is convenient for you?
………………
You: Thank you and have a nice day. Talking about the business opportunity
Attention: This part is obligatory!
You: Helen, I need some advice from you. Due to the launch of the new Shapeworks nutrition and weight
loss program, our Company has developed a new, very effective work system, which brought us many
new customers. It takes 12-20 hours a week, at convenient hours, and brings between $700 and $1,200
extra income along the way.
If you don’t mind, I would like to show you a 5-minute DVD about this business opportunity. OK?
Show videotape or DVD “Wellness revolution” or another short Herbalife clip available. Watch together. After it’s over:
You: Helen, could it interest you or any of your friends?
Helen: What are they supposed to do?
You: For people interested in new business opportunities we have a Business lunch next Thursday. During
this lunch you can learn more about our business, socialize and have a nice meal. You also meet my
colleagues there and learn about their achievements. For guests these lunches are free, so I can invite
only three people. Would you like to go with me? It starts at 18.00.
Helen: Yes, it sounds interesting.
You: Great. As I said, I can invite only 3 people, and I already have some candidates, so please check
your schedule by tomorrow and let me know, OK? I’ll call you to confirm. Attention:
Don’t forget to leave your business card, a product brochure and a Herbal Cash voucher. Plan of building the business 11

11.Personal care meeting
Scheduling a meeting
Calling friends or close acquaintances Hi, Helen. It’s …. (How are you? etc.) Helen, I need your help. I need to collect 40 opinions about our personal care products this month. I will bring the products; you will try them and give your opinion in the survey form. It will take no more than 30-40 minutes. I will be very grateful. Helen: Sure Great! When can we do it? Call by referral You: Hello. Can I talk to Jenny? Hi, my name is Peter. I got your phone number from your cousin Helen. Can you talk now? (If not, schedule another call). Jenny, we are conducting a marketing research of exclusive personal care products. I need to collect 40 opinions this month. I have already collected some among my close friends and relatives, and Helen was among them. She liked the products very much and recommended you as a person who could give an unbiased opinion. If you agree to help me, I will bring our products; you will try them and give your opinion. I will need approximately 30-40 minutes of your time. Can I count on your help? Jenny: Sure. You: Great. I appreciate it. What is the best time for you? ………………… You: Please write down my mobile number. I will call you a day before to confirm our meeting, OK? You: Good-bye and see you. Getting ready for the meeting Goals: 1. Get 7-10 referrals 2. Close a personal care deal 3. Schedule a SECOND meeting on shakes tasting 4. Get more information about referred people. 5. Find out if interested in the business opportunity. What to bring with you: 1. Personal care products: open for testing. (The open products should look clean and new, as if opened 5 minutes ago). 2. Products to sell 3. Personal care survey form 4. Calculator 5. Customer pricelist 6. Pitch book 7. Personal care testing accessories – mirror, cleansing pads, etc. 8. Videotape or DVD “Wellness revolution” 12 Plan of building the business

12.Personal care products for conducting a meeting: Attention: If you have the NouriFusion products in your country, make the necessary
adjustments of the script below. NM cleanser (for all types of skin) NM toner (for all types of skin) Mystic Mask Radiant C Daily Skin Booster Rejuvenating day creme Skin Activator Eye Lift Day Defense Night Companion New products Note: You need to have the rest of the personal care products, but don’t use them in the survey. You will
need them after the testing is over and you receive opinions, referrals and basic personal care products
orders. If the situation is favorable for presenting other personal care products, use the opportunity; if not
– schedule another meeting. Starting the meeting: • Take care of your appearance – you represent an international company with an annual turnover of $2 billion. Look businesslike. All details are very important: clothes, footwear, hairdo, make-up, deodorant, nails, smell from the mouth, etc. Don’t wear ostentatious jewelry that may detract the customers’ attention. • Don’t be late – it’s a bad start. Come 5 minutes before the scheduled time. • Thank the person for agreeing to participate in the survey • Ask for permission to use the bathroom to wash your hands • Start without delay • During the conversation sit across from the customer, preferably at the table • Ask to switch off the TV • If the atmosphere is strained or the customer is in a hurry, re-schedule the meeting • If the customer agreed to meet you at his work place and you see that the atmosphere is not very accommodating, limit yourself to showing several pictures and products and schedule a meeting at home in more favorable surroundings. Offer the same opportunity to all his/her colleagues. Getting opinions and referrals
Attention!!!
Avoid any promotional phrases during the testing
Don’t express your own opinion about the products
Remember: you’ve come to learn the person’s opinion, not to express yours
Remember: the customer should not get an impression you are trying to sell the products
Don’t pressure and don’t feel pressured!
The customer should apply all personal care products himself! Don’t touch the customer’s face. Plan of building the business 13

13.Personal care meeting
You: Hi, Helen, I am Peter. Where will we sit? We need a table, two chairs, good light and some quiet for
at least 30 minutes. We’ll try 7-8 personal care products and complete a survey form with your
impressions. Where can I wash my hands, please?
While washing your hands, talk about the skin care products she is using, and then put the products, the
survey, a pen, a mirror, cotton pads and other accessories on the table.
Place the person under the light and sit across.
You: Could you please pin up your hair?
Then show the survey form and say:
You: Helen, today we will be testing our personal care products. You might have heard about these
products. (Whatever she says, move forward). Our Company’s main specialization is nutrition and weight
control products. If somebody is interested in this issue, we could talk about it later. Today we will be
talking only about personal care products. What is your skin type? (Put the relevant cleanser, toner and
mask for the testing on the table).
You: Helen, we will start with the cleanser and the mask. I am using these products myself, but won’t say
much in order not to influence your opinion. Please concentrate on your feelings and tell me in detail
about them. We will apply the products to one part of your face to see the changes, then we’ll
complete the survey and move to the other part of your face. It will take no more than 35-40 minutes. If
you have any questions, I will gladly answer them later. Agreed?
So let’s start. We have two major product groups for skin care: Nature’s Mirror for everyday cleansing and
toning the skin; and Skin Survival Kit for moisturizing, protecting and nourishing the skin.
Put the relevant cleanser, toner and mask for the testing on the table. All the open products should be
clean as if opened 5 minutes ago.
Show the Survey form to the customer.
If Helen can’t define her skin type, help her to do it, based on the following definitions:
You: Helen, before we start, let’s find out your skin type.
(If Helen is unsure about her skin type, help her to define it, based on the following):
Dry/sensitive Network of fine dry lines around the eyes and the mouth, dry lines on the face Cheek area is tired and tight The skin is sensitive to the sun, wind and environmental elements
Normal/combination Slight oily shine in the “T” area – forehead, nose and chin Dry cheek area Some blackheads and pimples
Oily skin Oily shine in the “T” area and cheeks Enlarged pores and blackheads Frequent blackheads and pimples
Helen: ….
You: Great! Can I see the personal care products you are currently using? • What do you clean your face with? • What do you use to moisturize your face? • How do you protect your skin? • How do you nourish it?
Great! (Pay attention to the products that are about to end, and what products are missing. Do not
make any critical remarks about her cosmetics.) Cleanser. (You should have three cleansers and three toners for various skin types)
14 Plan of building the business

14.You: Helen, let’s start with cleaning your face. Squeeze a little into your palm or a cotton pad, apply to
your face in circular motions and then wash away with warm water. The cleanser easily removes make-
up and dirt and is intended for everyday gentle skin cleansing. You know that it is impossible to remove
dirt with water, and soap is not good for face skin at all: it dries the skin and removes its protective layer.
You: What are you feeling? How’s the skin? What about the smell, texture, absorption? (Ask these
questions while testing each product, and write down the answers in the survey form). Now your face is
totally clean!
Helen washes away the cleanser with warm water or a moist cosmetic pad. Toner
You: The toner soothes and tones the skin and removes irritation. Moisten the pad with the toner, and
apply it to your face and neck in circular motions. Mystic Mask You: The Mask helps to remove dead skin cells and dirt and softens the skin. Helen, squeeze a little into
the palm of your hand and apply to one half of your face, in circular motions, avoiding the area of eyes
and lips. Let’s wait for 8-10 minutes while the mask dries up and then wash it away with warm water.
Apply the rest of the mask to your arm. After a few minutes: Do you feel a slight tingling sensation? It’s the mask penetrating inside to clean the
outer skin layer.
While the mask is drying up, sit opposite the person.
Let’s start completing the survey form. After completing her personal information, ask Helen to give her
opinion about the products she has already tried.
Wash away the Mask and write down the result. Do the same with the other half of the face.
You: Pay attention to the pores, fine lines and the complexion. If you see any changes, tell me and I will
write it down. Now touch your face with the back of your hand. Helen, do you feel the difference in
freshness and resilience between the right and the left parts of your face?
Helen: Yes, I like it.
Toner: Apply to the part of the face where you applied the mask earlier.
Apply the Mystic Mask to the other half of her face.
You: Helen, squeeze a little into the palm of your hand and apply it to the other half of your face. Asking for referrals during the meeting
While the mask is drying up:
You: Helen, I have to collect 100 opinions about our products and would appreciate if you recommend
7-10 of your acquaintances who could participate in our survey. We will complete the comments
together.
Hand her a survey form. Show your file with other survey forms. Put the forms with 10 or more referrals on
top.
You: I suggest you take your address book and mobile phone. Note:
While Helen is writing down the list of her acquaintances, be quiet and don’t interfere. After she has done
it, you can ask some leading questions to help her remember more names.
You: Helen, do you know anybody living in… to save me some time?
Helen:……….
You: Helen, are any of your acquaintances housewives? I could visit them in the daytime. (etc) Plan of building the business 15

15.You: Helen, who is Susan?
Helen: We work together. (Write it down in Comments in the Referrals list)
You: I see. Is there anybody else in your office besides Susan who would agree to participate in the
survey? (Etc.)
Remember! You need at least 5 referrals, 10 would be even better. If she is ready to give more, it’s great.
After 10 minutes Helen washes away the mask from the other half of her face. Don’t interrupt her before
she finishes writing down the referrals.
Toner. Moisten the pad with the toner and apply it to the part of the face that you cleaned with the
mask. Continue to try the products and complete the survey form.
Cream gel Radiant C Daily Skin Booster
Radiant C Booster helps your skin to acquire a healthy shiny look, prevents skin cell destruction and
protects them from environmental damage. For immediate effect, apply the booster to the back of your
hand. Gel Eye Lift
It sooths and removes puffiness around the eyes, improves the skin around the eyes and moisturizes it.
When applied regularly, it also helps to solve the problem of black spots under the eyes. Helen, with your
ring finger apply a small amount of gel from the outer corners of your eyes towards the inner ones.
After you have cleaned and toned your skin, use Skin Activator. Rejuvenating crème Skin Activator
The Skin Activator formula is based on the unique glucosamine technology. Glucosamine is a natural
nutritional ingredient used in many homeopathic products. It helps the skin to produce collagen. In just a
few weeks the glucosamine complex helps to restore the skin structure, resilience, improves the skin tone,
smoothes it and reduces fine lines.
Independent clinical studies of the effectiveness of glucosamine technology have produced the
following results:
33% reduction of fine lines after 4 weeks use of the crème, and 55% after 12 weeks
13% improvement of the skin resilience after 4 weeks, and 55% after 12 weeks use of the crème
34% improvement in the skin texture after 4 weeks, and 45% after 12 weeks use of the crème
44% improvement in the skin moisture after 4 weeks use Night Cream Night Companion
The cream moisturizes the skin at night when the body is resting. It restores, softens and freshens the skin
helping to sustain its healthy natural look. Apply the cream in an upward motion to your face and neck,
throat area and the back of your hands.
After Helen has finished writing down her opinion, take the survey:
You: Helen, thank you for an unbiased opinion. Now let’s complete the Notes section.
Then you yourself write down the Comments and say the following:
You: Helen, I will ask you several questions to fill in the Comments and learn more about the people you
referred. Questions: What is your relation to the person? Age Place of work Married, any children? Husband’s occupation Where does she live? 16 Plan of building the business

16.Closing the deal
Having completed the list of referrals, ask a simple question:
You: Helen, would you like to start using any of these products immediately?
Helen: Mask, eye gel, booster and Skin Activator
You: Great! Would you like to know the price?
Helen: Yes.
You: Great! Let’s see.
Take the customer pricelist and tell her the price of each product.
You: Do you want to know the total sum?
Helen: Yes. (Or No)
If Yes,
You: Would you like to purchase them today?
If No,
Helen: I can do it only at the end of the month.
You: O.K. Can I call you then?
Helen: Yes, please.
If Yes,
You: Helen, do you want to buy only these products or a complete skin care and rejuvenation program?
Helen: Meanwhile I would like to try these products.
You: Great!
If Helen says, “Yes, I’d like to try the program. What should I do?”, say:
You: Great! Let’s take another look at the personal care products you are currently using, and we will
compile the best program for your face, taking into account the products you already have.
Together with the customer choose the products to complete the program
Close the deal and take the payment. Scheduling a second shakes tasting
You: Helen, I am very glad you liked our personal care products, but they are just one field of our activity.
As you might know, the state of our skin largely depends on our nutrition and metabolism processes. Our
Company’s major specialization is balanced nutrition. Herbalife has recently launched a new
Shapeworks weight loss and nutrition program, which was developed by leading scientists, among them
a Nobel Prize Winner.
I am conducting a tasting of our new protein- and vitamins-rich shakes. These balanced nutritious shakes
are used as an ideal breakfast for the whole family.
Our shakes have 4 different flavors, and we want to learn the customers’ preferences. The tasting takes
no more than 20 min. I will bring all the necessary things with me. Would you agree to participate in the
tasting?
Helen: No problem.
You: Great. What is the best time for you?
…………….
Show her referrals list and ask.
You: Helen, does anybody of these people have extra weight or health-related problems? (Go through
the list).
- ………………………. Plan of building the business 17

17.Talking about the business opportunity
Attention: This part is obligatory!
You: Helen, I need some advice from you. Due to the launch of the new Shapeworks weight loss
program, our Company has developed a new, very effective work system, which brought us many new
customers. I would like to show you a very interesting 5-minute DVD about the business opportunity. OK?
Show videotape or DVD “Wellness revolution”. Watch together.
After it’s over:
You: Helen, could it interest you or any of your friends?
Helen: What are they supposed to do?
You: For people interested in new business opportunities we have a Business lunch next Thursday. During
this lunch you can learn more about our business socialize and have a nice meal. You meet my
colleagues there and learn about their achievements. For guests these lunches are free, so I can invite
only three people. Would you like to go to this lunch with me? It starts at 18.00.
Helen: Yes, it sounds interesting.
You: Great. As I said, I can invite only 3 people, and I already have some candidates, so please check
your schedule by tomorrow and let me know, OK? I’ll call you to confirm.
You: Helen, it was nice meeting you and I’m sorry I had no more time. I hope next time we will be able to
discuss all the issues in more detail. Bye. See you! Attention:
Don’t forget to leave your business card, a product brochure and an Herbal Cash voucher. 18 Plan of building the business

18.Nutrition and weight control meeting
You can arrange such a meeting in several ways: 1. Through list of acquaintances 2. Through referrals from satisfied customers 3. By scheduling a second Total Plan meeting 4. Through the list of referrals from Total Plan 5. Through various types of advertising Preparing for the meeting 1. Confirm the meeting ahead of time. 2. Be on time, but if you must be late, make sure to call and notify immediately. 3. Look good, smell good and be dressed properly. 4. Bring with you: Pitch book Ultimate weight loss program and targeted nutritional products Measuring tape Scale Camera Shapeworks Protein estimator Product Information Guide Shapeworks “Success Tracker” Major elements of the Shapeworks presentation
Conducting the survey Follow the logic and the steps of the “Nutrition, health and weight control” survey. Conduct the survey During the 4th step ask for referrals (it’s especially important if it’s your first meeting with the customer). Using the survey, help your customer to define his optimal weight by completing the chart “History of gaining weight” together. Plan of building the business 19

19.For example, at 20 the customer weighed 60 kg, now at 40 he weighs 85 kg. Draw a curve depicting his
weight gain. (The weight might not have been gained gradually, but as a result of a specific event, for example,
childbirth or illnesses. Without going into details mark this

on the above chart). What is your optimal weight supposed to be?
Using the chart below, find out your height and weight ratio. Optimal weight for men and women, based on their height and build 20 Plan of building the business

20.Explain the reasons why many diets and starvation fail to achieve results: • Our body consists of a hundred trillion cells and it daily needs the whole complex of nutrients which we are supposed to get with our food. • Does it actually happen? • In our regular nutrition there is an excess of harmful substances, while on the other hand, we lack many nutritional elements our body requires. • This sort of nutritional imbalance leads to numerous health problems and excessive weight • Pesticides, deteriorating environment, industrial food processing negatively influence the quality of our nutrition • Gastrointestinal track illnesses, drug use, alcohol and smoking, bad nutrition and stress substantially diminish food absorption, which is poor in nutrients anyway. • It’s no wonder our cells start malfunctioning. All the above shows that instead of helping us to lose weight effectively, simple dieting or hunger only
aggravate the deficit problems (imbalanced nutrition), so people find themselves in a vicious circle with
no easy way out: If you keep on sticking to your eating habits you risk gaining another 20-30 kilos by the age of 60. Plan of building the business 21

21.Such excess weight along with your life style and eating habits, may lead to serious health problems by
the age of 50-60: cardio-vascular diseases, diabetes, etc.
Now is the right time to change the situation. On average, a person can safely lose 3-5 kilos a month.
Therefore, in order to lose 25 kilos you need at least 5 months of weight loss program and 5 more months
of weight maintenance program for your body to ‘forget’ its old weight and metabolism and to “get
used” to the new weight and metabolism.
Using the chart below, find out the length of your weight loss and weight maintenance program. Now is the time to ask your customer a question: “Would you like your life to follow the first scenario (red
on the chart) or the second one (green on the chart). In other words, would you like just to lose weight or
would you prefer to lose all your extra weight and never gain it again?”
22 Plan of building the business

22.We will be working with you throughout the program and help you achieve the desired results.
Choose the most suitable program for your customer and show it visually on Weight Loss and
Maintenance Chart Plan of building the business 23

23.Now let’s talk about our Shapeworks program. Shapeworks weight loss and maintenance program allows our body to receive all the nutrients it requires,
including proteins, vitamins, minerals and herbs in a balance way, with minimum calories, and to absorb
them efficiently. Its main advantage is the possibility to define the amount of protein your body requires.
As mentioned before, in order to leave the vicious circle of losing weight and then gaining it back, you
need a balanced diet including all the necessary nutrients, in particular one of the most important of
them – protein.
On the average our body needs 100-150 g of protein a day – approximately 2 g of protein per kilo of your
weight. So, if your weight is 60 kg, your daily protein intake should be approximately 120 g (you can also
use the Protein estimator to define his/her demands more exactly).
So, Shapeworks program: • Provides your body with all necessary nutrients • Provides the necessary amount of high quality soy protein • Helps to curb hunger • Reduces demand for carbohydrates. • Only 1,500 calories
You will be losing approximately 3-5 kg a month, which means that you will need to be 5-6 months on the
weight loss program to lose 25 kg of your extra weight. After you have completed the weight loss
program, you will need to use the weight maintenance program, for your body to get used to the new
weight and metabolic processes.
It is very important to complete the program. Otherwise your body, just like a spring, will release and be
back to its old weight. This always happens when the weight loss and maintenance program is not
finished. This is the way your body and metabolism function, and nothing can be done about it. Your
weight and eating habits have developed during years and decades. That’s why you must be patient
and give yourself a chance – this time we’ll surely achieve success.
(Using your pitch book, show several successful weight loss stories. Tell your own story).
Now let’s choose a program which is best for you (use your Product brochure). Questions Your Customers may ask
Q: A friend of mine used the products of your company and she didn’t get the results (or she lost weight
and then put it back on). A: It happened because your friend didn’t complete the program. (Tell about a contracted spring one
more time).
Q: Can I give it a one-month try and then make a decision?
A: The thing is, when you want to go from Seattle to Miami, you’ll buy a ticket from Seattle to Miami,
right? You won’t buy a ticket from Seattle to St. Louis, then from St. Louis to Kansas City, then from Kansas
City to New Orleans and so on. Am I right? The same principle applies here – you can’t try to achieve
results in a month if it should take ten months.
Or another example. Imagine you want to do a major cleanup in your house. Usually you start at 9 a.m.
and finish at 5 p.m. By analogy with our case you won’t see the results of your work at 10 a.m. Can you
imagine how your house will look like at 10 a.m. – while the work is in full swing?
Q: If I decide to quit the program, will I be able to do so?
A: No problem. We’ll return your money for all unused products.
Q: One of my acquaintances offers these products at lower prices.
A: No problem. But are you sure that these products:
Have been produced by our company?
Are not expired?
Have been properly stored?
And the most important: will your friend follow up with you for 10 months to help ensure that you achieve
the desired results? Or is she/he going to do it for free since his/her products are so cheap?
24 Plan of building the business

24.Q: It’s very expensive for me.
A: No problem. You can go from Seattle to Miami by first class, business or economy class. You can also
fly in the luggage compartment. What is important is to be on board the plane and reach your
destination. If you have no money for any of our programs, let’s start with the simplest and least costly –
the Basic program (if your customer cannot afford the Basic program, start with the minimum – 6 cans of
Formula 1 and 3 bottles of Formula 2)
Q: I heard that if I sign the contract with the company I will be able to buy products at lower prices.
A: If you want to become a distributor, i.e. sell our product, I’ll be happy to tell you about our business
opportunities. You will become a distributor, will attend our seminars and trainings. You will be enjoying
the following distributor benefits: you will earn retail income, buying products with a discount, and you will
build your distributor organization. You will be responsible for your own weight loss results as you will be a
distributor and not a customer. If you do not plan to be in Herbalife business then I can show you our
customer price-list. The prices include the cost of the products and customer care service during the
entire period while you are using the products. You have to decide what you would like to be – a
customer or a distributor. I will be happy to help you with either of your choices. After the Sale
1. Present your customer with a Shapeworks “Success Tracker”. Complete the relevant pages: program,
products, day schedule, etc.
2. Present your customer with: • Product brochure • Personal care Catalog • Tablet and Drink mix containers
3. Give thorough instructions on how to use the program.
4. Prepare a shake together with your customer.
5. Take a picture, measure and weigh your customer with his/her permission.
6. Keep records in Customer Care Journal and complete the appropriate pages.
7. Explain how you are going to work with him/her, taking into account your customer’s ideas and wishes. If the customer hasn’t purchased any program, move to business opportunity (as described earlier) Attention:
Don’t forget to leave your business card, a product brochure and a Herbal Cash voucher (see p. ). Repeat contacts with people you met before
After some time you will have a long list of people you visited who: Didn’t purchase a weight loss or a nutrition program although had every reason to do so: extra weight, etc. Didn’t purchase personal care products, although use a lot of other products Didn’t make a decision to join business although needed the extra income.
It’s very important to continue calling these people from time to time and remember they might need
time to make a decision. Create your own system of repeat calls to these people. To be able to do it,
leave a positive impression after the first meeting, whatever the results. Let them know you will keep them
updated on all that’s new in our industry. Important: Offer these people to participate in Shapeworks Formula 1 shakes tasting. It is a unique
opportunity to return to all those people again. Besides, invite them to a Customer day or Business lunch. Plan of building the business 25

25.Customers incentive program Herbal Cash
10% incentive vouchers for customers that purchased products With every purchase present the customer with a 10% voucher from the order cost. Explain to him/her that having accumulated $25 worth of vouchers he can pledge them at one of our customer events. Together with the voucher present him/her with an invitation to the next Customer day. In this way, your customers will accumulate several vouchers after some months, and to pledge them they will have to visit Customer days. This will result in growing retail sales and in a large time saving. Customers will attend your Customer days where they will meet other customers, place orders and make certain that they are on the right track. Besides, you can invite them to Business lunch or STS. 26 Plan of building the business

26.Part 3. Building a customer base and attracting new distributors
Let’s turn to the chart again. Major elements of developing customer base are: • Keeping in touch with customers • Creating a Customers’ Club and attracting customers for participation in the Club events, the major of them being weekly Customer day Major elements of attracting new distributors are: • Weekly Business lunch • STS
Let’s discuss each element separately. Plan of building the business 27

27.Wellness Club
The concept of Wellness/Nutrition Clubs has been successfully spreading all over the world. More than
20,000 Clubs are functioning in various countries. Distributors, who operate such clubs, show steadily
growing results in retailing, customer retention and attracting new distributors from among customers –
Club members.
Club’s aims and goals: developing and keeping customer base; creating an environment for customer
socializing; customer recognition; attracting most active members into business. Who can operate a Club
A Club can be created and operated by any supervisor – by himself or joining forces with 2-3 other
supervisors. Usually, a Club consists of 2-5 supervisors, their distributors and customers. The number of the
Club members can be from 10 to 200 people and more. If regular participation in weekly Club events
exceeds 50 people, the organizers may consider the option of splitting the Club into two. Wellness Club events
Members of the Club meet weekly. As a rule, such event lasts 2.5 hours and can be called Customer day
or anything else. The more attractive the event is, the more Club members participate. Your goal is to
increase the number of members regularly attending weekly meetings.
All the expenses are covered by distributors. These weekly meetings can take place in a local café,
restaurant, office, club, or your home. (See more detailed information about weekly Club
meetings/Customer days in “Distributor manual: Plan of building the business”, November 2005, p….)
Major elements of the weekly Wellness Club meeting Guests arrive, light refreshments Getting to know each other Main topic Customers and distributors results Shakes tasting Customers recognition Closing the event, individual meetings with customers
Each meeting has its main topic: Into the New Year with a new body Proper nutrition concept Weight management Healthy breakfast for the whole family Be your own cosmetologist Free radicals and how to fight them Healthy nutrition for kids Any other topic taken from Herbalife Today.
You can create a list of topics for several months ahead – it will help you in preparing and promoting the
Club events. Monthly gala meeting of all Wellness Clubs in the city
Once a month all the Clubs in the city gather together for a joint big event. Such an event is being
promoted during the whole month. All customers, distributors and friends are invited. The scenario is being
prepared in advance. Flyers promoting the next such event are distributed at all meetings and trainings
during the month. Inexpensive tickets are sold for this meeting.
Each monthly meeting of all Wellness Clubs may have its own special topic, e.g., “Autumn ball”,
“Christmas ball”, Generation H party, Rock-n-Roll party, 60-ies style party, etc. The major elements of the
gala event are similar to those of the weekly event. The largest part, though, is an entertainment
program: music, dancing and, maybe, some invited performers. Incentive 10% vouchers for Club members
With every purchase present the customer with a 10% voucher from the order cost. Explain to him/her
that having accumulated $25 worth of vouchers he can pledge them at one of customer events.
Together with the voucher present him/her with an invitation to the next weekly meeting of the Club.
In this way, your customers will accumulate several vouchers after some time, and to pledge them they
will have to attend Club events. This will result in growing retail sales and in a large time saving. Customers 28 Plan of building the business

28.will attend your Club events where they will meet other customers, place orders and be part of a
community. Besides, you will invite them to Business lunch or STS. Clubs duplication
The more Clubs you have in your organization, the better! It means you have new independent leaders
who are capable of taking responsibility for organizing the business; customer follow-up is on a high level;
a solid base of potential distributors is being created. So organize your own Club and stimulate your
distributors to create and “duplicate” Customer Clubs! Plan of building the business 29

29.Keeping in touch with Club members Phone. Call regularly – at least once a week SMS. Send regularly – at least once a week (see examples below) Mailing. Materials for mailing can be found at www.support-center.net. Once a month send a 4- part letter containing: o Product of the month o Story of the month o Publication of the month o Invitation to the event of the month E-mail. Send information regularly Send birthday, New Year and Christmas greetings Create an electronic database of customers e-mail addresses Suggested SMS texts to send to different customer groups
Nutrition Hi, how was your shake today? Would you like a new recipe? 10 and 3 o’clock – time for Total Control. Lose weight comfortably! Tired? Take a break and enjoy Thermo tea! Your good looks start from inside! Don’t forget your shake! Morning! Drink more water today and don’t forget the second shake! Do your kids enjoy breakfast? Mine love it! Want to know why? It’s gonna be hot! Don’t forget your 5-6 glasses of water! Incredible news! I’ll be in your area tomorrow and come to tell you! Cosmetics Hi, Lana, your beauty adviser, wishes you a nice week-end! Have a good rest and pamper your skin with NouriFusion! Let your skin glow! Don’t forget everyday care! Just 3 minutes twice a day! 22:00 - best time for your Night Cream! Eyes tired? Feel immediate difference with Eye Gel! 30 Plan of building the business

30.Weekly Club meetings/ Customer days
Weekly Club meetings/ Customer days is a major element of building the business
Below is an example of a weekly Club meetings day conducted by President's Team members
Lana Goldenblank and Oleg Neshto and their group.
Working by the Total Plan, our distributors have accumulated a customer base of 50-70 customers. So our
major focus today is on keeping and developing this base.
We conduct Customer days every week.
This is a 30-40 people event – guests are mostly customers and their relatives. It’s a great vehicle for: • customer retention, • development of a customer base, • recognition, • socializing, • retailing • promoting the business opportunity.
Pre-meeting – 18.45
Introductions, light refreshments and a warm atmosphere. There is music in the background, we
introduce all our guests to each other, drink champagne, eat fruit and chat about life. Half an hour of
“warming up”!
19.10-19.30
Everybody is taking their seats. We start introducing people, and the MC asks every guest several
questions: • What’s your name? • Where are you from? • What are you doing for a living? • Are you a guest or a customer? • One “question of the day” (the list is varied, from “Your happiest day in life” to “What do you need to get rid of stress?” – we have created it once, printed and randomly choose questions)
19.30-19.55
Today’s main topic (choose one for today and promote one for the next Customer day): Into the New Year with a new body Proper nutrition concept Weight management Healthy breakfast for the whole family Be your own cosmetologist Free radicals and how to fight them Any other topic taken from Herbalife Today. The magazine has plenty of useful ideas and articles. Just start reading them!
20.00-20.15
Customers’ and distributors’ results. The best customers’ results are awarded with gifts.
20.20-21.00
Tasting and recipes sharing. Guests are divided into groups and everybody offers his/her shake recipes.
Everything is fun, everybody is tasting all the shakes. It takes 25-30 minutes. It’s a great warm-up and also
a master class for preparing morning shakes.
21.00-
Summing up, presenting gifts (Formula 1 spoons, new issue of Herbalife Today, a flower for every woman is
a must), invitation to a Business lunch or STS).
After that distributors work with their customers individually. It takes 30-40 min. • Orders are taken • Gift packages are prepared • Distributors present their customers with a 10% Herbal Cash voucher (of the today's order) which the customers can pledge only at one of the following Customer days Plan of building the business 31

31.• Distributors invite their customers to the tomorrow's Business party (individually)
Now to the financial and organizational part:
The event can be conducted in various places: cafe, restaurant, club, office, and even at home.
Everything is done by clubbing together. Guests NEVER pay.
We compile a list of things we need and then divide the responsibilities and event expenses among the
distributors: flowers products gifts for guests party premises decoration tasting music meeting the guests
Everybody knows what to do. After the event we collect expenses reports and divide all the expenses
among the distributors. Expenses are small - profit is big. The only question is, "How many guests have you
had?"
He who has the most guests/customers at the event, is acknowledged by the team as the best distributor
of the week. You call yourself a LEADER? PROVE IT BY YOUR WORK AND BE AN EXAMPLE FOR YOUR
GROUP!
During the week our distributors are concentrated on bringing as many guests/customers to the next
event as possible. Everyone asks himself, “How many guests will I have at the next Customer day?”
Excellence is limitless! Use your fantasy! All the ideas are accepted. Each event may differ from the
previous one, or may become a model for the next several months until it’s flawless.
And here is the next Customer day with 60 attendees, 40 of them – GUESTS (customers and their relatives)!
Where do guests come from? Active customers Potential customers who attended meetings but are not “ripe” yet Customers who have placed preliminary orders and are waiting for their paycheck to pay for the products People who come from “Formula 1 – your ideal breakfast” tasting Our acquaintances who don’t use the products yet but are willing to come to the party Our relatives whom we want to introduce to our business or products Other people who are everywhere: on the bus, in the bakery, in the cleaner’s, outpatient clinics, our children’s classmates’ parents, teachers, etc
Let’s go over it again!
The scenario is simple (you can see it from the photo report): Guests arrive, light refreshments, a glass of wine Getting to know each other Main topic – “Inside and outside nutrition” – 15 min. (or any other topic you choose for this Customer day) Customers and distributors results Shakes tasting Recognition Closing the event
The last and the most important part is individual work with the customers: quiet background music;
everybody is working individually with his/her customers to measure and weigh them, choose programs,
complete Customer follow-up journals, share results, take pictures, sell gift packages, pack the orders
nicely and take money.
The yield is 100%! Everybody leaves with an order: old customers purchase products they are running out
of, newcomers purchase products to start using them tomorrow. Results: Saved time spent on visiting the customer 32 Plan of building the business

32.Saved money for the trip and gas, which could be used for purchasing gifts for those customers who attended the event Introduced customers to each other Showed the beginners that they are not alone Learned many new results Practiced telling the personal story Provided the best service to the customers Learned new information about nutrition Had fun Worked comfortably Tasted new recipes Showed the new distributors how to service old customers and sell products to the new ones Had another confirmation that business is WORKING Invited some of the guests to the Business lunch and STS Made customers part of the exclusive club where they can meet other customers and socialize Reinforced the importance of good nutrition and being part of this club
Weekly Club meetings day is crucial for a stable and growing business!!! Plan of building the business 33

33.Weekly business lunch
Venue: cafe, restaurant, club
How often: every Friday
Duration: 2 hours
Who pays for the guests: distributors
Whom to invite: • Customers • Potential customers who attended meetings but are not “ripe” yet • Customers who have placed preliminary orders and are waiting for their paycheck to pay for the products • People who come from “Formula 1 – your ideal breakfast” tasting • Our friends who don’t use the products yet but are willing to come to the party • Our relatives whom we want to introduce to our business or products • Other people who are everywhere: on the bus, in the bakery, in the cleaner’s, outpatient clinics, our children’s classmates’ parents, teachers, etc
Tools to use: • Multimedia presentation for the Business lunch (or STS multimedia presentation) • Marketing plan DVD, part 1
Appearance: like a representative of a $2 billion international company.
Distributors should have IBP’s with them.
Distributors arrive earlier and meet the guests.
The first 20 min. – meeting the guests. If possible, with half a glass of champagne or wine.
Guests sit at tables together with the distributor who invited them.
Part 1: 30 min. – slide show: Facts. Wellness industry. Herbalife.
Salads, refreshments or soup are served
After the meal waiters clear the tables.
Part 2: 20-30 min. – slides about our business, success stories, promotion of the starting pack (IBP + STS
ticket)
Waiters bring the main course. During the meal distributors answer the guests’ questions.
Tea, coffee, closing up, individual conversations. 34 Plan of building the business

34.Part 4. Customer follow-up
Customer Care
Customer care is a key factor of success in our business. Customers pay money and they expect to
achieve results. As you know, the products work only when they are properly used for a certain period of
time. And this happens when a professional and careful distributor is close by, whose main priority is the
customer’s results.
The main principles that will cause your business to succeed are: HONESTY, EMPATHY and CUSTOMER SATISFACTION. Herbalife Distributors are in an enviable position, providing good customer service that traditional businesses just don’t or can’t provide. Your customer is the most important person in the whole world! A satisfied purchaser will become your permanent customer, bringing you many other customers as well as becoming a source of positive information about your products. Repeat sales to a satisfied customer are 10 times easier than to a new one. This is because your customer already knows you, knows how good your products are and believes in them. Good customers lead to other good customers. When your customer gets good results with your help, he/she is delighted to help you. All you have to do is ask, “Who do you know who can benefit from these products?” Arrange to contact them and set up a home party presentation. Thanks to the great results they achieved with your help, many customers may also decide to join you as Herbalife distributors. Show them the business opportunity.
From a chance buyer to an advocate of your products
Start by establishing good relations with your customer.
Successful retailers do not simply aim for a large number of one-time sales, hoping that sales volume
alone will lead to growth. What they do is cultivate and nurture relationships with their customers, leading
to repeat sales and a lifetime of loyal buying habits. This holds true whether the product is weight
management programs, nutritional or personal care products. The better the customer feels about you,
the more loyal he/she will become.
A sale is a sale, but a customer is a long-term asset!
"If you make a sale, you can make a living. If you make an investment of time and good service in a
customer, you can make a fortune!” Jim Rohn Plan of building the business 35

35.Letters for keeping in touch Immediately after closing a deal send your customer a “thank you” letter and congratulate him/her on starting the program. Don’t forget to congratulate your customer and his family with any approaching holidays. Don’t forget to send your customer and his/her spouse birthday greetings. Keeping in touch with the customer
The first three months are the most important, especially the first month, as it’s the time when the
customer starts changing his nutritional habits which had been taking shape for dozens of years. Your task
is to know everything happening to the customer, as he believes in you, has spent money on the
products and is expecting results. The same applies to the customers of your new distributors, as they
often lack the necessary experience you already have. Learn everything about your new distributors’
customers and be always ready to help. Create a database “Customers of my new distributors”.
Ask your customer when is the best time to call him, write it down in the Customer profile and stick to this
schedule.
During the first month call on the 1st, 3rd, 7th, 13th, 19th, 25th and 31st days. If it’s necessary to be in
touch more often to ensure everything is OK, don’t hesitate: call. During the second month and
afterwards be in touch on a weekly basis or more often if necessary.
Make sure the customer started out using the program correctly. Key issues to be discussed with the customer: 1. How have you used the program today? 2. How have you prepared your shake? Do you like it? 3. What beverages (how much of each beverage) are you drinking during the day? 4. Do you feel hungry? 5. What snacks have you had between meals? 6. How do you feel in general? 7. What are your recent weight and measurements? 8. How do your relatives feel about your success? 9. Do you complete the “Success Tracker”? 10. Is there anybody we could help lose weight or improve health?
If during the sale the customer tells you about some specific health-related problems, then you should ask
him from time to time about his general well-being. For example, “You told me at the very beginning that
for the last 7 years you’ve been suffering from headaches and fatigue which returned 2-3 times a week.
In the three weeks of using the program have you noticed any changes for the better?”
During the sale, while completing the Customer Profile, avoid making any statements about relieving or
curing any diseases. On one hand, it’s against the law, as our products are nutrition and not meant to
treat diseases. On the other hand, the customer could have unfounded expectations. Speak about an
opportunity to improve health and general well-being thanks to proper nutrition.
When talking to a customer, always be positive and kind hearted. Try to do your best to help the
customer achieve the desired results. Send birthday and holiday cards Send greeting cards regularly Create an electronic database of your customers’ e-mails. 36 Plan of building the business

36.How to help customers to deal with problems and situations
Complaint: “I feel hungry”
You should not feel hungry when following the program correctly. Be sure customers are making their
shakes properly and are not skipping meals. If they are still hungry, they can use three tablespoons of
Formula 1 powder in their shake instead of two. (Don’t forget that they will need two-three Formula 1
cans a month to loose weight successfully and one Formula 1 can to maintain weight). Individuals who
get hungry in the evenings can take an extra shake or a Protein bar. Complaint: “I am not loosing any weight”
Possible reasons:
1. Not measuring.
Some people lose inches first and weight second. It is important to measure inches before starting the
program and keep doing it and entering the measurements into the chart. Lost inches are a true
indication. It often happens that you lose many inches and very few pounds. Draw the customer’s
attention to the lost inches. If you add all the lost inches and divide them by the days on the program,
you will see how many inches he/she is losing daily. Tell him/her about it, and the customer will be more
serious about every passing day.
2. Cheating.
GUESS WHAT? People cheat on diets, often without knowing it. Some people drink non-diet sodas and
juice all day at 200 calories each. They excessively eat non-fat foods loaded with calories. They have one
to three snacks a day, which they forget to tell you about. One double cheeseburger is at least 800
calories. Each potato chip is about 10 calories. Five large pretzels are 100 calories. Even healthy snacks
should not be eaten excessively. Remember, a piece of fruit is about 80 calories each. One way to find
out is to ask them to write down everything they’ve been eating for three days. Then use the Advanced
Energy Guide to figure out how many extra calories they are consuming. Pay special attention to their
habit of chewing in front of TV or eating at night.
3. Not following the program as directed
Remember, the program calls for two shakes and one balanced meal per day with tablets as